Timur Tiryaki Success Academy presents 
                                            Personality Categories (Social Behavior Types) 
                                                           based on Merrill-Reid Styles 
                                                                                   
                              (For more information and assessment methods please contact www.timurtiryaki.com) 
                    Overview of Model 
                    The method used by most management training workshops and employers is the ever-popular 
                    Merrill-Reid method, which categorizes personality types into 4 as: 
                             Driver 
                             Expressive 
                             Amiable 
                             Analytical 
                     
                                                     Analytical                            Driver Red 
                                                          Blue 
                                                      Amiable                            Expressionist 
                                                        Green                                  Yellow 
                                                                                                                                                 
                    These styles are defined by two behavioral variables or dimensions: assertiveness and 
                    responsiveness.  
                            1  Study based on the researchs of Merrill & Roger, “Personal Styles and Effective 
                                 Performance -  1981” & Bolton&Bolton’s “Social Style and Management -  1984”  
                                 This document is prepared by Timur Tiryaki Basari Akademisi www.timurtiryaki.com 
                     
       Assertiveness = the degree to which a person's behaviors are seen by others as forceful or 
       directive.  
       Responsiveness= the degree to which a person's behaviors are seen by others as emotionally 
       controlled. More responsive people react noticeably to their own emotions or to the emotions 
       of others. Less responsive people are more guarded in their emotional expression.  
        
       While no one style works better than any other, flexibility has been shown to distinguish the 
       success manager of conflict from the unsuccessful.  
       Flexibility=the ability to get along with people whose styles differ from one's own. 
        
       Comparison with Other Methods: 
       2 of the 3 Jung Typologies are same with this method, Extroversion-Introversion (E-I) and 
       Thinking-Feeling (T-F) vectors. Jung Typology Tests differ in one vector (Sensing-Intuition, 
       S-N) and Myers Briggs differs with another vector Judging-Perceiving (J-P).  
        
       ------------------------------------------------------ 
       Studies from Jung Typologies: 
       Extroversion-Introversion (E-I) 
       Extroversion-Introversion (E-I) is the most important scale. The developers of Jung 
       personality test have calculated that about one third of the population is extroverted. You may 
       be extrovert when you concentrate on people and the environment around you. However, you 
       are considered introvert when you focus on your thoughts and ideas.  
       Sensing-Intuiting (S-N) 
       Sensing – Intuiting (S-N) is the next scale denoted. In it about 75 % of the population belongs 
       to sensing.  
       Thinking-Feeling (T-F) 
       Thinking - Feeling is the third scale represented by (T-F). These are dispersed evenly through 
       the population, as two-thirds of men are thinkers, while two-thirds of women are feelers. 
       -------------------------------------------------- 
       DISC test uses the same vectors and is very close to this approach. It only differs by creating a 
       sub-category. 
       The 4 personality types approach creates a foundation for further self analysis and provides 
       the basic framework for understanding one’s self.    
        
          2  Study based on the researchs of Merrill & Roger, “Personal Styles and Effective 
           Performance -  1981” & Bolton&Bolton’s “Social Style and Management -  1984”  
           This document is prepared by Timur Tiryaki Basari Akademisi www.timurtiryaki.com 
        
                     
                    Characteristics of 4 Personality Categories 
                             Driver: 
                                   o    Objective-focused  
                                   o    Know what they want and how to get there!  
                                   o    Communicates quickly, gets to the point  
                                   o    Sometimes tactless and brusque  
                                   o    Can be an "ends justify the means" type of person  
                                   o    Hardworking, high energy ?Does not shy away from conflict 
                             Expressive: 
                                   o    Natural salesmen or story-tellers  
                                   o    Warm and enthusiastic  
                                   o    Good motivators, communicators  
                                   o    Can be competitive  
                                   o    Can tend to exaggerate, leave out facts and details  
                                   o    Sometimes would rather talk about things than do them! 
                             Amiable: 
                                   o    Kind-hearted people who avoid conflict  
                                   o    Can blend into any situation well  
                                   o    Can appear wishy-washy Has difficulty with firm decisions  
                                   o    Often loves art, music and poetry Highly sensitive  
                                   o    Can be quiet and soft-spoken 
                             Analytical: 
                                   o    Highly detail oriented people  
                                   o    Can have a difficult time making decisions without ALL the facts  
                                   o    Make great accounts and engineers  
                                   o    Tend to be highly critical people  
                                   o    Can tend to be pessimistic in nature  
                                   o    Very perceptive  
                     
                            3  Study based on the researchs of Merrill & Roger, “Personal Styles and Effective 
                                 Performance -  1981” & Bolton&Bolton’s “Social Style and Management -  1984”  
                                 This document is prepared by Timur Tiryaki Basari Akademisi www.timurtiryaki.com 
                     
                                                                                       
               Table of Equivalents for the 4 Types in Various Personality Tests  
                                    Table of Equivalents for the 4 Personality Types  
                      Merrill-Reid      Driver           Expressive   Amiable       Analytical 
                      D.E.S.A.          Dominant         Expressive   Solid         Analytical 
                      Hippocrates 
                      Greek Terms       Choleric         Sanguine     Phlegmatic  Melancholy 
                      (370 BC) 
                      Western           Fire             Air          Water         Earth 
                      Astrology 
                      "What's My        Direct           Spirited     Considerate  Systematic 
                      Style?" (WMS) 
                      The P's           Powerful         Popular      Peaceful      Perfect 
                      The S's           Self-propelled  Spirited      Solid         Systematic 
                      The A's           Administrative  Active        Amiable       Analytical 
                      LEAD Test         Leader           Expressor    Dependable  Analyst 
                      ARRAY 
                      (Jonathan         Production       Connection  Status Quo     Harmony 
                      Knaupp) 
                      Biblical          Paul             Peter        Abraham       Moses 
                      Characters 
                      Geier             Dominance        Influencing  Competence  Steadiness 
                      DiSC(r)           Dominance        Influencing  Steadiness    Cautiousness/ 
                                                         of Others                  Compliance 
                     4  Study based on the researchs of Merrill & Roger, “Personal Styles and Effective 
                         Performance -  1981” & Bolton&Bolton’s “Social Style and Management -  1984”  
                         This document is prepared by Timur Tiryaki Basari Akademisi www.timurtiryaki.com